Isolation, Evaluation and Innovation

Last week I jumped in on a conversation on LinkedIn about whether it was appropriate for people and companies to be sending out ‘business as usual’ messages while the coronavirus unfolds around us. The general consensus seemed to be something along the lines of ‘stop...

Falling at the final hurdle

Last week, after two transatlantic flights in three days and in slightly jet-lagged fashion, I dashed off a hasty LinkedIn update / rant on the general lack of business writing training in the sales profession. Here’s a direct quote: “Given that almost all high-value...

The vital role of the bid manager

These days bidding on contracts has become a part of everyday life for companies of all sizes.  In large organisations this is no problem as they can take the headcount of running a big bid  team to create and manage content, and drive timelines forward to produce...

Shift Happens

  Considering the dynamic environment we operate in salespeople can be a nightmare for sticking to tried and tested processes that they’ve used for years. So when did you last change or adapt your overall sales approach?  The theories around consultative...